When Sales Leads Are Easier To Retain Than Lead Generators

April 23rd, 2013

Sometimes despite the number of success they have had with their financial sales leads, companies still cannot do well to retain the people making them. You make the most out of every introduction, referral, or exposure you give to you market and yet, you are shocked at how many times you have had to hire new people to get them for you. What do you do when even sales leads are easier to retain than lead generators?

Your Focus Is On Sales Leads, Not The People Making Themselves

Are these your lead generators?

This is the uncomfortable truth. Just because you make the most out of your sales leads does not mean you have not invested enough in the process that generates them. How seriously do you really take the effort to connect with prospects? How well do you understand the current marketing trends and how they might make it hard or easy for you to generate leads in the future?

It is like your financial business is restaurant that serves unbelievably fine food yet the place itself does not look well-cared for. Your process of acquiring sales leads is equivalent to the process through which you try to make everything look more presentable. And yet despite what efforts you could muster, the place is still a mess. Here is why:

You could be too busy cooking – Businesses like yours could be far too invested in your work to the point that things like acquiring accounting leads or insurance leads are forcibly set at a lower priority. There is nothing wrong with that if the success of your business really depended on your core. However, that lower priority is not going to raise by itself.

You leave everything up to them – By this, it means you really do not care much for how they do it. Just as long as your sales leads come in without a hitch, you are happy. What is wrong with that? Well, nothing except the fact that it is not really the best way to show appreciation for their efforts. Or worse, it sets you up as easy prey for those who use illicit means to generate B2B sales leads behind your back.

You actually do not do much to help them – They help you with sales leads but since when have you checked to see if you have done anything to help them? Sure, you pay them but what else? Do you provide them with good definitions for sales leads? Are these sales leads really qualified or do your salespeople still waste time doing most of the work?

If these signs have become too obvious too ignore, attempting to revitalize such a ramshackle B2B lead generation strategy is just going to waste more of your investment. Try outsourcing first or at least set a long period of time where you can dedicate more to what it means to acquire sales leads beyond what you know now.